Category Archives: Pitching

How do you make your prospects choose you above your competitors? What reason do they have to do so? There are lots of pitch stories out there but one that sticks in my mind is the very brave design agency … Continue reading →

Sometimes, being the ‘best’ choice for a prospect isn’t what will ultimately decide whether you get the work. Sometimes, it may be important to be ‘good enough’ or even just ‘safe’. We can’t always assume that our prospects are motivated … Continue reading →

At the end of the day, ‘people buy people’ is still a constant truth in business. The work does not always go to the best business on paper – sometimes it goes to the one who made a better connection … Continue reading →

In most cases where you’ve won new business there’s an element of risk for your prospect-come-client. If they’ve never had any experience of your services before (and they don’t have the benefit of a firm recommendation from someone they trust) … Continue reading →